The Pipeline

MARCH 23, 2021

Sales is about changing habits, start with yours. It is hard to get buy-in from buyers when your sales approach is no different from others they are considering. The post Sales Is About Changing Habits, Start With Yours appeared first on TiborShanto.com. In that context, change is about keeping up and winning.

Lead Rank 367

Lead Rank Vendor Buyer Prospecting 367

The Pipeline

DECEMBER 14, 2020

A Note about Sales Scrum. And so it is with our podcast Sales Scrum. We kicked things off in February, minutes before COVID announced itself, with little more than the goal of exploring sales in a unique way. No need to fret, I am continuing to engage with interesting people with a range of insights on sales.

Call-back 360

Call-back Webinar Metrics Sales Industry 360

The Pipeline

JULY 27, 2020

Sales Scrum Podcast Episode #16 – Guest Milena Regos. The post Sales Scrum Podcast Episode #16 – Guest Milena Regos appeared first on TiborShanto.com. We recorded this episode with Milena Regos just before all hell broke loose with COVID 19; little did we realize how the hustle will change overnight.

Sales 386

Sales Leads Marketing Qualified Lead 386

The Pipeline

OCTOBER 5, 2020

Sales Scrum Episode #21 – Guest Javed S. The post Sales Scrum Episode #21 – Guest Javed S. Khan is a speaker & founder of Empression: a marketing services company that works with highly motivated entrepreneurs and organizations. Khan appeared first on TiborShanto.com.

Guarantee 369

Guarantee Motivation Positioning Sales 369

The Pipeline

MAY 25, 2020

Sales Scrum Podcast Episode #11 – Guest Steve Gielda. Each day I will have a special sales chef sharing their best recipe for a Healy and nutritious approach to filling your pipeline in a post-COVID world. The post Sales Scrum Podcast Episode #11 – Guest Steve Gielda appeared first on TiborShanto.com.

Social Selling 391

Social Selling LinkedIn Energy Enterprise 391

The Pipeline

JULY 13, 2020

Sales Scrum Podcast Episode #15 – Guest Joanne Black. Joanne shares how you can take full advantage of this overlooked source of sales. The post Sales Scrum Podcast Episode #15 – Guest Joanne Black appeared first on TiborShanto.com. Joanne shares the overlooked opportunities in properly and consistently leveraging referrals.

Referrals 351

Referrals Competition Up-Sell Sales 351

The Pipeline

SEPTEMBER 7, 2020

Sales Scrum Episode #19 – Guest David Masover. David is the president David Masover Sales Consulting and shares how he leverages the sales process to drive success. How to turn sales managers into prospecting leaders. The post Sales Scrum Episode #19 – Guest David Masover appeared first on TiborShanto.com.

Forecasting 307

Forecasting Webinar Metrics Pipeline System 307

The Pipeline

APRIL 6, 2020

Laurent Ama r is VP of Sales at CMiC, and a consummate solution seller and leader. SELLING THROUGH COVID 19 SALES UPDATES. The post Sales Scrum #Podcast – Episode 5 appeared first on TiborShanto.com. Amar notes how the change has prompted changes in sellers. Short 2 – 4 minutes, things you can use right away.

Video 272

Video Sales Opportunity Prospecting 272

The Pipeline

APRIL 27, 2020

Sales Scrum Podcast Episode #7 – Guest Karthi Mariappan. While video as a sales tool, was very much on the rise prior to current events, COVID has made it a must. Karthi unpacks core best practices for using video for remote interactions, and more specifically sales. The post Sales Scrum Podcast News!

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Face-to-face Travel Video Benefit 280

The Pipeline

FEBRUARY 18, 2020

No joke, I think people in sales and the industries around it, need to lighten up a bit. I know sales is a high-stake endeavour, but it gets that much more difficult if you forget to laugh. But seeing some of the pundits talk about sales one does have to ask: has sales lost its sense of humor? The Sales Scrum Podcast.

ACT 335

ACT Face-to-face Buyer Compensation 335

The Pipeline

NOVEMBER 30, 2020

Sales Scrum Episode #25 – Guest Jason Helfenbaum. These solutions have ranged from sales training and behavior modification to tech and policies/procedures and all points in between. These solutions have ranged from sales training and behavior modification to tech and policies/procedures and all points in between.

Policies 280

Policies ROI Channels Training 280

The Pipeline

MARCH 23, 2020

Having led sales teams to success, Millen leverages a proven approach to sales called SAM, Stories, Activity, and Mindset. In this podcast, Matt breaks it down for me and together we explore how the SAM approach can help sales reps today work smarter. Matt Millen is 32-year sales and roller coaster enthusiast.

Revenue 250

Revenue Sales Data 250

The Pipeline

OCTOBER 6, 2020

So, I thought I would try a similar approach for those who don’t like sales numbers. I still find it difficult to believe that people are still debating whether sales is a numbers game or not. As you’ll see, some miss as much as 9 sales a year by avoiding things. It is, accept it. How much is that worth? Take a look: [link].

Sales 250

Sales Video Prospecting 250

The Pipeline

FEBRUARY 4, 2020

Last week I saw a piece on LinkedIn, that questioned the accuracy of predictions about the future of B2B sales and selling made in the past decade. The piece pointed to a prediction by Forrester around 2015 about the size and nature of B2B sales in 2020. Is sales is making the most of their newfound time and resources?”

Revenue 370

Revenue Top of Funnel Sales Qualified Lead Lead Rank 370

The Pipeline

MAY 11, 2020

Sales Scrum Podcast Episode #9 – Guest Jeff Bajorek. I have been looking forward to airing this episode, Jeff brings a no-nonsense approach to prospecting and sales. More than anything, Jeff is a common-sense sales guy who shares how to go from can’t to can while maintaining your swagger.

Pipeline 283

Pipeline Prospecting Sales How To 283

The Pipeline

MAY 18, 2020

Sales Scrum Podcast Episode #10 – Guest David Priemer. My guest this week on the Sales Scrum podcast is David Priemer. He is a widely recognized thought leader in sales and sales leadership. David shares practical steps we can all take to continue to move forward with our sales. magazines, and more.

Sales Leadership 269

Sales Leadership Research Sales Examples 269

The Pipeline

FEBRUARY 25, 2020

Sales Scrum: Guest Warren Shapiro. The post Sales Scrum #Podcast – Episode 2 appeared first on TiborShanto.com. In this episode, I have the pleasure to interview Warren Shapiro , a seasoned recruiter who helps both employers and employees break through the barriers to success.

Hiring 250

Hiring Sales Conversion 250

The Pipeline

AUGUST 27, 2020

Sales Scrum Podcast Episode #18 – Guest Darryl Praill. Darryl will guide us through a tour of the “fundamental pillars” of running Inside Sales and Engagement practices! The post Sales Scrum Podcast Episode #18 – Guest Darryl Praill appeared first on TiborShanto.com.

VanillaSoft 283

VanillaSoft Inside Sales Analytics Sales Coaching 283

The Pipeline

JUNE 15, 2020

Sales Scrum Podcast Episode #13 – Guest George Brontén. Lucky 13, I am speaking of my guest on Sales Scrum, George Brontén. As the founder & CEO of Membrain.com, the B2B Sales Enablement CRM, George Brontén is passionate about the art and science of sales. You can see my full review here.

Sales Enablement 289

Sales Enablement CRM B2B Relationals 289

The Pipeline

SEPTEMBER 23, 2021

There has been no shortage of new sales related books during COVID, the usual mixed bag, with scale. But one stands out, The Building Blocks of Sales Enablement , by Mike Kunkle. Not only because of the author, Mr. Kunkle and the subject, sales enablement, but because way Mike approaches the subject. By Tibor Shanto.

Sales Enablement 201

Sales Enablement Scale Hiring Maximizer 201

The Pipeline

MARCH 31, 2020

Today, it’s by George Brontén , CEO of Membrain, and a long time sales friend. George shines a light on the assumptions that hold your sales organization back As soon as you see the title you know why it caught my eye. Heal your organization and give your team what they need with sales enablement. The Question.

Call-back 279

Call-back ROI Sales Enablement Sales Coaching 279

The Pipeline

OCTOBER 19, 2020

Sales Scrum Episode #22 – Guest Jeff Goldstein. Jeff is an engineer by training, he has spent his entire career grinding out a sales number as VP and GM of the Canadian subsidiaries of Data General/EMC, NetApp and Veeam Software. He shares his 25+ years of sales leadership and helps you lead and sell through all types of markets.

Sales Qualified Lead 220

Sales Qualified Lead Engineering Survey Lead Rank 220

The Pipeline

AUGUST 10, 2020

Sales Scrum Podcast Episode #17 – Guest Art Sobzac. The Third Edition was just released and hit #1 in the Business Sales category on Amazon on its second day. The Third Edition was just released and hit #1 in the Business Sales category on Amazon on its second day. Art Sobzak is the President of Company: Business By Phone Inc.,

Cold Calling 250

Cold Calling Webinar Metrics Inside Sales Coaching 250

The Pipeline

JUNE 1, 2020

Sales Scrum Podcast Episode #12 – Guest Shawn Finder. Last week with the help of John Moore, I held four LinkedIn Live sessions exploring different elements of sales and selling post-COVID. The post Sales Scrum Podcast Episode #12 – Guest Shawn Finder appeared first on TiborShanto.com. Time to master email.

Face-to-face 279

Face-to-face Social Selling Energy Trends 279

The Pipeline

NOVEMBER 10, 2014

The best way to respond to this is to execute a full “Frontal Sales Blitz”. The Sales Blitz approaches this a bit backwards, where the sales rep attempts to engage all the players on the decision team in order to build and create consensus around their offering. Role Based Bias Sales Execution Tibor Shanto'

Decision Maker 310

Decision Maker Margin Cold Calling Account 310

The Pipeline

JANUARY 23, 2021

Join me and the Canadian Professional Sales Association for a special Virtual Workshop: Coaching For Sales Performance and Growth. How to design an individual coaching plan tied to your sales process without reinventing the wheel for each rep. USE CODE SHANTO20 TO RECEIVE A 20% DISCOUNT. Why Attend?

Coaching 220

Coaching Discount Maximizer Webinar Metrics 220

The Pipeline

DECEMBER 3, 2019

Sales, and the corner my fellow pundits and I occupy is no different. People often talk about changes we face in sales but continue to try to deal with theses changes using old schtick. While that may have made sense in more traditional organizations, in 2020, there is a better way to chart sales success. Going High.

Decision Maker 293

Decision Maker Face-to-face Buyer Sales 293

The Pipeline

JUNE 29, 2020

Sales Scrum Podcast Episode #14 – Guest Andrew Steane. Andrew Steane is a Senior Director of North American Sales Channels for business software leader, SAP. The post Sales Scrum Podcast Episode #14 – Guest Andrew Steane appeared first on TiborShanto.com. Want to know who to hire the best candidates?

Hiring 235

Hiring SAP Software Software 235

The Pipeline

OCTOBER 29, 2019

In the case of sales, the answer is no. Intuitively, if you were to add up the claims of all the “players” in the average sales stack, productivity and results should be through the roof. Perhaps it is time for a new group, well old with a new name, Sales Re-Enablement Officers. Lost In Time. One is an element of mindset.

Call-back 203

Call-back Lead Rank Lead Scoring Sales Enablement 203

The Pipeline

JUNE 20, 2019

There is a lot of talk in sales about numbers, metrics , KPIs, and many ways to assess success and progress. Rather than measuring everything, we focus on five data points to drive sales success. Sadly, most salespeople do not know these simple data points, either intentionally or other unknown reasons. By Tibor Shanto.

Data 249

Data Intent Video Sales 249

The Pipeline

AUGUST 12, 2013

Sales like any other craft takes practice, evaluation, more practice, repeated coaching, and just when we think we have it down, we need to practice some more; and then things change, which means we get to practice some more. Consider that in North America, there is an average 1,760 hours of active sales time. What’s in Your Pipeline?

Hiring 305

Hiring Sales Qualified Lead Quota Sports 305

The Pipeline

JANUARY 12, 2021

So here are 5 habits to change for a better sales year. Here we go, the 5 habits you can change to have a better sales year: Reach out let me know which one you start with, here to help. The post 5 Habits To Change For A Better Sales Year appeared first on TiborShanto.com. That’s where the challenge comes in, changing habits.

Exact 228

Exact Sales Leads Marketing Qualified Lead 228

The Pipeline

NOVEMBER 19, 2019

If you can’t master B2B sales and time travel, you may as well learn to serve gravy for them fries. What is B2B sales time travel? This leads to the opportunity being ignored from a sales point. The post B2B Sales and Time Travel appeared first on TiborShanto.com. What Time Is It There? Register here.

Travel 213

Travel B2B Call-back Sales Qualified Lead 213

The Pipeline

DECEMBER 11, 2018

There is a lot discussed about how sales and selling has changed over the years, be it the tech around sales, social attitudes changing what is acceptable and what no longer works due to many factors. Continuing professional education is not a foreign concept to most trades/professions, but it is in sales. By Tibor Shanto.

Licensing 269

Licensing B2B Real Estate Lead Rank 269

The Pipeline

OCTOBER 15, 2020

The challenge is that most salespeople and sales organizations tend to focus on one over the other. Learn to effectively balance the two this afternoon when I present “ How to Succeed in Sales through Execution and Messaging. Focus on the “Why,” not “What” or “How” of sales. Leading with an actionable definition of value.

Survey 235

Survey How To Analysis Lead Rank 235

The Pipeline

JUNE 12, 2018

In the mid-West, this addiction is to opioids, in Sales the addiction to ‘product’ is as severe and crippling. The Productless Sale. When done in a deliberate and practiced way, you’ll find a productless sales, as rewarding as a substance-free existence.

Objections 205

Objections Buyer Face-to-face Sales 205

The Pipeline

OCTOBER 26, 2017

There is a lot of discussion around the role of technology in sales, advances in AI (you decide what the A stands for), and its impact on the role of and future of sales people. In any given decade as technology is introduced, the sales tribe is the first to adopt. The post What’s My Future In Sales?

Lead Rank 276

Lead Rank Lead Scoring Lead Nurturing Margin 276